Experiences

The benefits of internationalisation

'There are many important benefits to serious internationalisation. There may seem to be nothing wrong with trading solely in Aberdeen, which is undeniably a great place to live and work, but there is always the danger that you are simply left behind.

If you internationalise, you have by definition got to be highly strategic about the processes of analysis and planning. You don’t need hundreds of thousands of pounds, and there are many excellent export support programmes but it is absolutely critical that you do all your homework before you step on a plane.

It’s also a really worthwhile exercise for any company - it prevents you from becoming too inward-looking. And, as you become more strategic, your thoughts broaden and also start growing your people, as well as your company, in terms of their first-hand business experience.'

Neil Munro, Business Development Director

Hydrasun Rapid Solutions

'Most trade missions will include time set aside for you to follow up potential business leads. Make the most of this time. It is unrealistic to arrive in the host country and expect to be able to arrange meetings to take place during your visit, so as far as possible you should plan ahead and schedule meetings from the UK . This will help you to make optimum use of your time and to pack in as much as possible - and you should plan to work 12 hours a day!'

Peter Adam, Operations manager

Latent Ltd

Give it your best shot

'We learned from experience what many Aberdeen oil entrepreneurs have since gone on to confirm - send out your best people when you are opening a new overseas venture. That may sound obvious, but it is amazing how easily office politics can throw a hefty spanner in the works, and people end up just getting shunted around the world.

At the same time, of course, you have to be realistic - not everyone is suited to an overseas posting, so you may have to try them out first.

And yes, if you do ship out your best people, it is true that you may be temporarily depleted back at base - but that's a great time to develop your next layer of quality people. Put simply, if you don't give an overseas venture your best shot, including manpower, you may struggle to succeed.'

Neil Munro, Business Development Director

Hydrasun Rapid Solutions

“Use a carefully selected local representative for your first foray into
a new region - the investment will be worth it.”
Sam Murray, Regional Sales Manager
Nessco Invsat Limited

''It has been a successful approach from DMAS to ensure that all of our independent agents are made to feel like a part of our company and that the lines of communication are maintained on a weekly basis.''

Craig Russell, Commercial Director

Duffy & McGovern Accommodation Services

"Always send the 'A' Team overseas.

Visit the market repeatedly.

Be decisive: decide on a timeframe, review results objectively.
Watch your back; don't ignore the home market.
The future is overseas."
Ted Littlechild, Sales Director
Electro-Flow Controls Ltd